{"id":2314,"date":"2017-01-03T13:40:35","date_gmt":"2017-01-03T12:40:35","guid":{"rendered":"http:\/\/psicopico.com\/?p=2314"},"modified":"2021-01-04T11:30:47","modified_gmt":"2021-01-04T10:30:47","slug":"los-tipos-negociacion","status":"publish","type":"post","link":"https:\/\/psicopico.com\/gl\/los-tipos-negociacion\/","title":{"rendered":"Os tipos de negociaci\u00f3n."},"content":{"rendered":"A negociaci\u00f3n \u00e9 un proceso de interacci\u00f3n entre varias partes co obxectivo de chegar a un acordo. O acordo sup\u00f3n a soluci\u00f3n a un conflito ou a mellora dun problema ou da s\u00faa xesti\u00f3n. Se unha das partes non est\u00e1 interesada en chegar a un acordo non se produce a negociaci\u00f3n.<\/p>\n<p>Nun artigo anterior explicabamos as diferentes estratexias e t\u00e1cticas do proceso de negociaci\u00f3n, en leste centrar\u00e9monos na s\u00faa tipolox\u00eda.<\/p>\n<p>Non existe unha clasificaci\u00f3n est\u00e1ndar de negociaci\u00f3n xa que non \u00e9 conveniente usar sempre o mesmo estilo de negociaci\u00f3n. Cada cliente, vendedor, empregado ou persoa coa que negocies ser\u00e1 diferente polo que tratar a todos por igual ser\u00eda un erro.<\/p>\n<h2>Estilos de negociaci\u00f3n.<\/h2>\n<p>A diferenza m\u00e1is importante entre tipos de negociaci\u00f3ns fai referencia a saber se esa relaci\u00f3n ser\u00e1 a curto, medio ou longo prazo; ou ben se se trata dunha negociaci\u00f3n puntual ou m\u00e1is duradeira. Segundo isto diferenciamos tres estilos de negociaci\u00f3n:<\/p>\n<p>Negociaci\u00f3n inmediata: tr\u00e1tase de conseguir o acordo posible sen importar as relaci\u00f3ns persoais. \u00c9 a que se produce nunha compra-venda.<br \/>\nNegociaci\u00f3n progresiva: a relaci\u00f3n persoal cobra importancia xa que aos poucos vanse achegando as posici\u00f3ns nun ambiente de confianza antes de implicarse de cheo no proceso da negociaci\u00f3n m\u00e1is pura. \u00c9 o que sucede cando negocias cun provedor.<br \/>\nNegociaci\u00f3n situacional: quizais sexa o mellor estilo de negociaci\u00f3n. \u00c9 aquela en a que o estilo se adapta \u00e1s circunstancias que se atope:<br \/>\nCo\u00f1ecer con detalle a situaci\u00f3n na que est\u00e1.<br \/>\nSer consciente tanto das s\u00faas habilidades como das s\u00faas debilidades.<br \/>\nUtilizar a t\u00e9cnica que m\u00e1is se adapte \u00e1 situaci\u00f3n en cuesti\u00f3n.<br \/>\nCapacidade de adaptaci\u00f3n e axilidade para cambiar de estilos.<\/p>\n<p>&gt;&gt; Artigo relacionado:<a href=\"https:\/\/psicopico.com\/negociacion-estrategias-tacticas-tecnicas-claves\/\"> Negociaci\u00f3n: t\u00e9cnicas, t\u00e1cticas e estratexias e claves eficaces.<\/a><\/p>\n<h2>Tipos de negociaci\u00f3n segundo a relaci\u00f3n e o resultado.<\/h2>\n<p>Un bo negociador ser\u00e1 aquel capaz de transformar os seus comportamentos ante situaci\u00f3ns diferentes. As variables m\u00e1is importantes a ter en conta son:<\/p>\n<ul>\n<li>A importancia da relaci\u00f3n.<\/li>\n<li>A importancia do resultado.<\/li>\n<\/ul>\n<p>Destas d\u00faas variables p\u00f3dense diferenciar cinco estilos de negociaci\u00f3n:<\/p>\n<p><strong>1. Negociaci\u00f3n acomodativa.<\/strong><\/p>\n<p>Presenta unha actitude de perder\/ga\u00f1ar cun tipo de conduta pasiva ou sumisa.<\/p>\n<p>As caracter\u00edsticas deste tipo de negociaci\u00f3n son:<\/p>\n<ul>\n<li>Cando interesa manter e coidar a relaci\u00f3n por encima de calquera resultado.<\/li>\n<li>R\u00e9xese polo seguinte principio: unha concesi\u00f3n de ?hoxe pode significar un \u00e9xito para ma\u00f1\u00e1?.<\/li>\n<li>D\u00e1se cando \u00e9 necesario resolver unha situaci\u00f3n conflitiva.<\/li>\n<li>\u00c9 un erro adoptar este estilo de forma permanente, unha persoa con tendencia a ceder en calquera circunstancia ser\u00e1 percibida como d\u00e9bil e f\u00e1cil de ga\u00f1ar.<\/li>\n<li>Isto pode suceder con persoas cuxa personalidade se caracteriza por ser sumisa e pasiva.<\/li>\n<li>Cando interesa dar prioridade \u00e1 relaci\u00f3n para fortalecer a confianza entre d\u00faas empresas ou persoas, etc.<\/li>\n<li>Cando unha das partes cede porque sabe que pode aproveitar os efectos da acomodaci\u00f3n e convertelo nunha nova negociaci\u00f3n.<\/li>\n<\/ul>\n<p>Esta negociaci\u00f3n d\u00e1se cando por exemplo sabemos que un provedor nos est\u00e1 cobrando m\u00e1is que outro por un determinado produto pero con todo \u00e9 o que nos atendeu toda a vida e sabemos que non haber\u00e1 problemas despois no caso de atraso nos pagos.<\/p>\n<p><strong>2. Negociaci\u00f3n colaborativa.<\/strong><\/p>\n<p>Neste caso a conduta \u00e9 m\u00e1is asertiva en forma de ga\u00f1ar\/perder.<\/p>\n<p>As caracter\u00edsticas da negociaci\u00f3n colaborativa son:<\/p>\n<ul>\n<li>Actitude de cooperaci\u00f3n: d\u00e1se cooperaci\u00f3n, non necesariamente por motivos morais sen\u00f3n por aumentar a eficacia.<\/li>\n<li>Ademais dun bo resultado t\u00e9ntase manter unha excelente relaci\u00f3n.<\/li>\n<li>\u00dasase sobre todo para as negociaci\u00f3ns internas nas organizaci\u00f3ns.<\/li>\n<li>As finalidades das partes son exactamente iguais, por exemplo os mesmos clientes.<\/li>\n<\/ul>\n<p>Por exemplo, cando d\u00faas empresas adquiren o mesmo produto a un mesmo provedor para abaratar custos de transporte.<\/p>\n<p>&gt;&gt; Artigo recomendado:<a href=\"https:\/\/psicopico.com\/los-19-derechos-asertivos-basicos\/\"> Os 19 dereitos asertivos b\u00e1sicos.<\/a><\/p>\n<p><strong>3. Negociaci\u00f3n de compromiso.<\/strong><\/p>\n<p>Neste caso tam\u00e9n se imp\u00f3n unha conduta asertiva ligada \u00e1s seguintes caracter\u00edsticas:<\/p>\n<p>Cando se ten un interese moderado, tanto nos obxectivos como nas relaci\u00f3ns.<br \/>\nCando a colaboraci\u00f3n \u00e9 dif\u00edcil.<br \/>\nCando se trata de situaci\u00f3ns nas que hai establecido un tempo l\u00edmite para atopar unha soluci\u00f3n.<br \/>\nNeces\u00edtase axilidade, rapidez e sentido t\u00e1ctico.<\/p>\n<p><strong>4. Negociaci\u00f3n evitativa.<\/strong><\/p>\n<p>Neste caso bas\u00e9ase en evitar perder\/perder:<\/p>\n<p>D\u00e1se cando non se est\u00e1 interesado no resultado nin na relaci\u00f3n.<br \/>\nCando \u00e9 conveniente apelar \u00e1 mediaci\u00f3n, \u00e1 xustiza, etc.<br \/>\nCando existen situaci\u00f3ns de conflito latente, se se inicia a negociaci\u00f3n hai unha alta probabilidade de que xurda a agresividade por ambas as partes.<br \/>\nCando non se pode conseguir nada, por tanto unicamente poder\u00e1 conseguir beneficio a outra parte.<\/p>\n<p><strong>5. Negociaci\u00f3n competitiva.<\/strong><\/p>\n<p>Neste caso a actitude \u00e9 de ga\u00f1ar\/perder cunha conduta de tipo agresivo.<\/p>\n<ul>\n<li>Ad\u00f3itase realizar unha \u00fanica vez e non interesa manter a relaci\u00f3n ao longo do tempo.<\/li>\n<li>Pres\u00e9ntase cando os obxectivos de ambas as partes son incompatibles entre si: as partes integrantes da negociaci\u00f3n queren conseguir o m\u00e1ximo beneficio.<\/li>\n<li>\u00c9 frecuente que o \u00fanico factor a negociar sexa o econ\u00f3mico.<\/li>\n<li>Algunha das partes presenta moita agresividade na negociaci\u00f3n.<\/li>\n<li>O tratamento do problema real\u00edzase de forma agresiva e competitiva pero resp\u00e9ctase por completo ao resto das partes.<\/li>\n<\/ul>\n<p><strong>Outros tipos de negociaci\u00f3n.<\/strong><\/p>\n<p>Podemos atopar diferentes factores que cambian o estilo da negociaci\u00f3n que levemos a cabo. O factor m\u00e1is importante \u00e9 co\u00f1ecer o grao de importancia que ten o implantar unha relaci\u00f3n persoal coas persoas que participan na negociaci\u00f3n. As\u00ed, p\u00f3dense desagregar outros dous tipos de negociaci\u00f3n:<\/p>\n<p><strong>Negociaci\u00f3n illada:<\/strong> \u00e9 un tipo de negociaci\u00f3n precisa na que non existe a necesidade de establecer ning\u00fan tipo de relaci\u00f3n. A interacci\u00f3n coa outra parte non ten maior importancia posto que o normal \u00e9 non ter que volver negociar coa persoa. Un exemplo deste tipo de negociaci\u00f3n pode darse ao comprar-vender un coche.<br \/>\n<strong>Relaci\u00f3n duradeira:<\/strong> tipo de negociaci\u00f3n na que a relaci\u00f3n cobra especial importancia.<\/p>\n<p>&gt;&gt; Artigo relacionado: As fases do proceso de negociaci\u00f3n.","protected":false},"excerpt":{"rendered":"<p>A negociaci\u00f3n \u00e9 un proceso de interacci\u00f3n entre varias partes co obxectivo de chegar a un acordo. O acordo sup\u00f3n a soluci\u00f3n a un conflito ou a mellora dun problema ou da s\u00faa xesti\u00f3n. Se unha das partes non est\u00e1 interesada en chegar a un acordo non se produce a negociaci\u00f3n. Nun artigo anterior explicabamos [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":6083,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"_joinchat":[],"footnotes":""},"categories":[24,26],"tags":[10,391,428,235,71,11],"class_list":["post-2314","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-neuromarketing","category-organizaciones","tag-marketing","tag-negociacion","tag-negociar","tag-neuromarketing","tag-organizaciones","tag-psicologia"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Os tipos de negociaci\u00f3n. - PsicoPico<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/psicopico.com\/los-tipos-negociacion\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Os tipos de negociaci\u00f3n. - PsicoPico\" \/>\n<meta property=\"og:description\" content=\"A negociaci\u00f3n \u00e9 un proceso de interacci\u00f3n entre varias partes co obxectivo de chegar a un acordo. 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